16 common mistakes sales reps make when meeting a new prospect
“You never get a second chance to make a first impression.” This age-old adage couldn’t be more relevant than it is in the world of sales. One of the most challenging parts of being a sales representative is winning the trust of potential clients and customers, many of whom walk into sales meetings with a sense of skepticism and mistrust.
Knowing the right ways to approach a sales meeting with a potential new client is essential, but it’s also important to avoid the mistakes that trip up many sales representatives, costing them contracts. Here, 16 members of Business Journals Leadership Trust share common mistakes to avoid when meeting with a new prospect for the first time.
Rattling off a list of features
A prospect will not be impressed by a laundry list of generic features, benefits and capabilities. Instead, the discussion must focus on how this new relationship will elevate the potential client’s business. Conduct solid research to discover the company’s challenges and pain points. Armed with relevant details and solutions, a sales team can grab the attention of a busy entrepreneur or executive. – Lincoln Jacobe, 6 Pillars Marketing
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